B.S. Sales and Sales Management Areas of Study

WGU Bachelor of Science in Sales and Sales Management

The WGU Bachelor of Science in Sales and Sales Management program content is based on the knowledge and skills that provide expertise in the areas of sales and sales management. The emphasis of the Sales and Sales Management program is to develop more effective sales personnel and managers for businesses and organizations. It provides the knowledge and skills that prepare students for a variety of careers in the sales field.

Leadership and Management

Organizational Behavior and Management
This course explores how to lead and manage effectively in diverse business environments. Students are asked to demonstrate the ability to apply organizational leadership theories and management strategies in a series of scenario-based problems.

General Education

English Composition I
This course introduces learners to the types of writing and thinking that is valued in college and beyond. Students will practice writing in several genres and several media, with emphasis placed on writing and revising academic arguments.

English Composition II
English Composition II introduces learners to research writing and thinking that are valued in college and beyond. The Composition II course at WGU should be seen as a foundational course designed to help undergraduate students build fundamental skills for ongoing development in writing and research. Students will complete an academic research paper.

Elements of Effective Communication
Elements of Effective Communication introduces learners to elements of communication that are valued in college and beyond. Materials are based on five principles: being aware of your communication with yourself and others; using and interpreting verbal messages effectively; using and interpreting nonverbal messages effectively; listening and responding thoughtfully to others, and adapting messages to others appropriately.

College Algebra
Understanding algebraic functions and their graphs as well as methods for solving equations and inequalities allows you to model real-world phenomena and solve problems. Engaging in this course will help you build these skills, as well as build a strong foundation in algebra for further mathematics courses you may complete for your degree program. Additionally, this course aims to help you build your problem-solving and critical-thinking skills, which can be used in any course, job, or situation.

Introduction to Geography
This course focuses on fundamentals of geography, places and regions, physical and human systems, and the environment.

Critical Thinking and Logic
This course introduces students to the basic concepts of logic and critical thinking. Students are introduced to the use of logical principles to accurately express and establish the validity of various forms of reasoning. The main objective of the course is for students to understand the range of concepts and techniques employed by critical thinkers. Students learn how to correctly apply the principles of logic and cultivate the skills they need to be able to recognize, analyze, and critically evaluate arguments.

Introduction to Probability and Statistics

Introduction to Psychology
In this course, students will develop an understanding of psychology and how it helps them better understand others and themselves. Students will learn general theories about psychological development, the structure of the brain, and how psychologists study behavior. They will gain an understanding of both normal and disordered psychological behaviors, as well as general applications of the science of psychology in society (such as personality typing and counseling).

Integrated Natural Sciences
Integrated Natural Sciences explores the natural world through an integrated perspective and helps students begin to see and draw numerous connections among events in the natural world. Topics include the universe, the Earth, ecosystems and organisms. Students apply scientific concepts in the examination of natural science fundamentals.

Introduction to Humanities
This introductory humanities course allows students to practice essential writing, communication, and critical thinking skills necessary to engage in civic and professional interactions as mature, informed adults. Whether through studying literature, visual and performing arts, or philosophy, all humanities courses stress the need to form reasoned, analytical, and articulate responses to cultural and creative works. Studying a wide variety of creative works allows students to more effectively enter the global community with a broad and enlightened perspective.

Marketing and Communication

Fundamentals of Marketing and Communication
This course addresses the topics of effective business communication and marketing principles, including variables in the marketing environment, consumer behavior and marketing, market opportunities, marketing strategies and plans.

Marketing Applications
This course allows students to apply their knowledge of core marketing principles by creating a comprehensive marketing plan. Their plan will apply their knowledge of the marketing planning process, market analysis, and the marketing mix (product, place, promotion, and price).

Human Resources

Introduction to Human Resource Management
The course provides an introduction to the management of human resources, the function within an organization that focuses on recruitment, management, and direction for the people who work in the organization. Students will be introduced to HR topics such as strategic workforce planning and employment; compensation and benefits; training and development; employee and labor relations; occupational health, safety and security.

Business Law and Ethics

Legal Issues for Business Organizations
This course addresses labor and employment laws found in common business scenarios. Students will analyze examples of various business activities to learn whether they violate specific labor and employment laws.

Fundamentals of Business Law and Ethics
This course prepares students to have an understanding of business law and ethics. Topics include contractual relationship, government regulation of business, dispute resolution, labor and employment law, the Sarbanes-Oxley Act, and ethical issues in business.

Ethical Situations in Business
This course explores various scenarios in business and helps students learn to develop ethical and socially responsible courses of action. Students will also learn to develop an appropriate and comprehensive ethics program for a business venture.

Accounting

Principles of Accounting
This course focuses on ways in which accounting principles are used in business operations. Students will learn about the basics of accounting, including how to use Generally Accepted Accounting Principles (GAAP), ledgers, and journals. Students will also be introduced to the steps of the accounting cycle, concepts of assets and liabilities, and general information about accounting information systems. This course also presents bank reconciliation methods, balance sheets, and business ethics.

Managerial Accounting
This course focuses on identifying, gathering, and interpreting information that will be used for evaluating and managing the performance of a business. Students will also study cost measurement for producing goods and services and how to analyze and control these costs.

Economics

Microeconomics
The purpose of the course is for students to develop a logical, conceptual, and analytical understanding of microeconomic principles. This course introduces foundational economic principles, such as opportunity costs, supply, and demand. However, the course primarily focuses on microeconomic principles, including efficiency and fairness in markets, government actions and their impacts, the decisions made by consumers and producers, different market structures from perfect competition to monopoly, and factor markets and income distribution.

Macroeconomics
This course introduces foundational concepts of economic principles, such as opportunity costs, supply, and demand. The course focuses on primary macroeconomic principles, including measurement, money economy in the long-run, macroeconomic fluctuations, and policy issues. In this course, real world examples are presented that apply theory to practice, demonstrating the relevance of macroeconomic thought.

Global Business
This course provides an introduction to global business. The advantages of global production and the benefits of trade are explored as critical aspects of global business. Factors that influence global business such as transparency, geography, corruption, intellectual property protections, outsourcing and off-shoring, operation management, and generally accepted accounting principles are examined. Additionally, this course considers various economic ideologies including trade policies, sustainability, regional integration blocs, balance of payments, standardization and adaptation, and stateless corporations. Finally, consideration is given for components of culture, the relationship between ethics and economic progress, entry strategies in emerging market economies, and the sequence for developing and managing products in international markets. This course provides a basic conceptual framework for global business; presenting students with both theory and empiric observations of global business in action.

Information Systems

Information Systems Management
This course provides an overview of the many facets of information systems applicable to businesses. As students examine the programming languages, methods of system development and implementation, networks, databases, and hardware and software used by IT professionals; they will demonstrate how these tools securely facilitate e-commerce, decision support, and communication in a global marketplace.

Finance

Finance
Finance is an introduction to the theory, methods, and concerns of business finance, including financial management and maximizing shareholder wealth. Students will evaluate the performance and value of a firm, employ time value of money to solve common financial problems, and make corporate investment decisions using capital budgeting.

Sales and Sales Management

Sales Management: Concepts
This course prepares students for the Action Selling certification. Students learn the five critical selling skills and how to incorporate them into consistent habits.

Personal Selling: Fundamental Concepts
Personal Selling: Fundamental Concepts covers the key steps to the selling process and the required skills for top sales management. Students are specifically trained to obtain the Certified Sales Executive (CSE) Certification from Sales and Marketing Executives International (SMEI). This includes the study of all aspects of personal selling to meet strategic and ethical goals.

Marketing Management

Cases in Marketing Management
This course allows students to apply the marketing concepts of segmentation, targeting, life cycle, and leadership. Students develop marketing strategies by developing knowledge of key concepts and practices associated with marketing goods and services.

Project Management

Project Management
This course focuses on skills and concepts students need to know to plan and implement projects. The project initiation and planning process is covered in-depth, culminating in the creation of a project schedule. Learning how to manage business concerns such as cost and risk is balanced by thorough coverage of best practices in managing people and resources. Students will also learn how to manage change and the steps necessary in closing a project.